...Riza Casidy; Mayoor Mohan Purpose This study aims to explore the relationship between calculative commitment and the willingness-to-pay a premium price ( WTP ) among business-to-business (B2B) buyers. Design/methodology/approach This study tested the hypotheses using a survey that involved...

... may be seen at Link to the terms of the CC BY 4.0 licence. Isolde Lubbe can be contacted at: isoldel@uj.ac.za Business-to-business Commitment Conflict Opportunism Satisfaction Numerous studies have highlighted the critical role of effective interactions, cooperation...

... on institutional dynamics, trust-building processes, and nuances surrounding both positive and negative aspects of reciprocity practices. Furthermore, it broadens the scope of RM to Asia, Europe, Latin America and the Middle East. Affective commitment (commitment) refers to the unity in goals and interests...

...Emmanuel Arthur; George Cudjoe Agbemabiese; George Kofi Amoako; Patrick Amfo Anim Purpose This study aims to explore the role customer satisfaction play in mediating the nexus between commitment, trust, relative dependence and customer loyalty from an emerging market context under a business...

.... Borrowing from social exchange theory, this study aims to explore the antecedents of team alignment leading to team performance with mediation effects of trust, commitment and customer–service provider relationship. The moderating role of relationship length was also examined. Design/methodology/approach...

...Valter Afonso Vieira; Robert Mayberry; James Boles; Julie Johnson-Busbin; Rita Cassia Pereira Purpose Drawing on Foa and Foa’s elaboration of social exchange theory, the authors propose that buyers reciprocate perceived commitment on the part of the salesperson and supplier with commitment...

...-use rights only This paper aims to examine how suppliers doing business with customers in emerging industrial markets can leverage their innovativeness to foster trust and commitment toward maximizing customer adoption behaviors. This research makes several contributions to theory...

...Carlos Ferro-Soto; Carmen Padin; Goran Svensson; Nils Høgevold This study aims to validate a research model testing trust and commitment as mediators between economic and non-economic satisfaction in sales manager business to business (B2B) relationships. Based on a broad range...

... reliance and trust by focusing on capabilities and commitment. To the best of the authors’ knowledge, this is one of the few papers in B2B marketing which focuses on the antecedents of reliance and relative importance of trust and reliance. Reliance Trust Capability Commitment Brand image...

... by reducing the time needed to initiate and advance through sequential relationship stages. Agility in the decision-making process fosters stronger inter-firm relationships and influences other important attributes of B2B relationships, such as organizational commitment, organizational embeddedness, trust...

... examines the impact of franchisors’ leadership styles on franchisees’ relationship commitment when the company franchised outlets co-exist with independent non-franchised outlets. Specifically, this study operationalize the plural forms phenomenon in franchising, using multi-channel complexity...

... This paper aims to explore the effects of institutional environments across developed and emerging markets on buyer–supplier cooperation. It empirically examines a Business-to-Business relational exchange model of trust-building, commitment and cooperative behaviors within firms in the USA and countries...

... associated with organizational learning. In turn, organizational learning appears to impact network members’ performance positively. Arguably, no results about the impact of proximity among members, trust among members and commitment among members are interesting to activate a discussion on the role...

... with behavioral elements such as commitment or trust; also known as the “atmosphere” of a business relationship (Håkansson, 1982 ; Sandström, 1990 ; Mason and Leek, 2012). Particularly, this approach explores the business activities between two companies in a dyad of exchange and seeks to go beyond exchange...

... re-use rights only This paper aims to test trust and commitment as mediators between economic and non-economic satisfaction in seller business relationships in contrast to previous studies on buyer business relationships. Based on a cross-industry sample of Norwegian companies...

...Yogesh Mungra; Prabhat Kumar Yadav Purpose This study aims to investigate the effect of commitment and trust on satisfaction and sequential effect of satisfaction on relational outcomes (i.e. performance and governance cost) in a manufacturer–supplier relationship. Authors of this paper explore...

... mediates the effect of trust on calculative and affective commitment. Research limitations/implications The foundation of long-term inter-firm relationships is quality information exchange, which is based on the development of credibility and benevolence trust, which in turn is based on reciprocity...

...Mercy Mpinganjira; Mornay Roberts-Lombard; Göran Svensson Taking cognisance of the concerns outlined above, this paper aims at examine the relationship between economic satisfaction, non-economic satisfaction, trust and commitment using a sample of large companies in South Africa. In so doing...

... Previous studies have argued that trust and commitment can create value in cooperative relationships. However, this study observed that, in practice, trust and commitment alone may not ensure value creation in asymmetric relationships. Accordingly, this study aims to investigate the mediating role...

...Carlos Ferro; Carmen Padin; Göran Svensson; Janice Payan Purpose – The purpose of this paper is to test a research model in which trust and commitment are mediators between economic and non-economic satisfaction. Design/methodology/approach – The sample for this study comprises a total...